Building Trust Through Skillful Self-Disclosure - Harvard Business Review

Building Trust Through Skillful Self-Disclosure - Lynn Offermann and Lisa Rosh - Harvard Business Review

by Lynn Offermann and Lisa Rosh

11:37 AM June 13, 2012



Excerpts:

Psychologists have long known that self-disclosure is one of the hallmarks of intimate relationships. Revealing your motives, intentions, goals, values, and emotions, can increase liking and feelings of intimacy. There is considerable evidence that leaders who disclose their authentic selves to followers can build not only trust, but generate greater cooperation and teamwork as well. Yet successful and strategic self-disclosure is a leadership competency that many leaders have yet to acquire. Used incorrectly, or in the wrong corporate environment, self-disclosure can backfire.


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Saving the Best for Last – Lessons from Pop Stars and Physicians | INFLUENCE AT WORK

Excerpt:

As far as your business interactions go, if you wish to persuade customers and clients to remember their experiences with you more favorably and to come back for more (and what business wouldn’t want this?) then you should be sure to focus an appropriate amount of attention on the final stages of your business interactions. Keep in mind that we are not minimizing the need for “what comes first” but simply also stating that there is a benefit to making sure customers and clients experience a high point of their interactions with you by ensuring a great send off!




Access Source And It's Great Content: http://www.influenceatwork.com/saving-the-best-for-last-lessons-from-pop-stars-and-physicians/